Vice President, NOAM Sales Medical Education, EHE
About Elsevier
Elsevier is a global information analytics company specializing in science and health. For over 140 years we’ve partnered with the scientific and medical communities to advance knowledge, improve outcomes, and foster innovation. Our content and technology help researchers, educators, and healthcare professionals in over 170 countries make critical decisions with confidence. Elsevier is part of RELX, a top 10 FTSE 100 company and global provider of information-based analytics and decision tools.
Elsevier Healthcare Education brings together the company’s evidenced-based nursing, health and medical education information with its advanced digital learning, assessment and enterprise solution platforms designed to better serve healthcare educators, students, and institutions worldwide by improving learning outcomes and clinical readiness for future healthcare professionals.
Elsevier’s Healthcare Education business unit is prepared to shape the future of learning by delivering AI-enabled SaaS courseware, clinical experiences, and assessments to help students build foundational knowledge, develop and apply clinical judgment skills, and prepare for licensure success. Examples include Sherpath AI, ClinicalKey Student, Osmosis, Shadow Health, Complete Anatomy, HESI, and Elsevier 360 for Nursing.
About the Role
Reporting to the SVP, NOAM Sales, Elsevier Healthcare Education (EHE), the VP of Sales will lead the North America (NOAM) sales and academic success functions focused on NOAM medical schools; accountable for setting, operationalizing, and executing the sales and go-to-market strategies to accelerate growth and commercial success in a customer segment identified as a growth market for Elsevier. This proven, dynamic leader will be the inspirational and credible voice for Elsevier in the medical education market. This role will oversee roughly 18 employees with 10 direct reports.
This experienced growth leader will leverage data-driven insights, product-launch events, and go-to-market (GTM) customer segmentation to develop and execute B2B sales and academic success strategies for driving sustainable growth of EHE’s AI SaaS platforms and enterprise solutions. This leader will inspire action, lead a high-performance and engaged culture, operationalize strategy into clear direction and expectations, and drive revenue growth through new customer acquisition, upsells, and renewals while collaborating across functions and business units to align organizational values.
Key Result Areas and Responsibilities
Develops and implements optimal sales and academic success strategies, organizational structure, sales quotas, incentives, and overall business plans to achieve revenue targets while maximizing market penetration and customer satisfaction (CSAT).
Translates business strategy into measurable objectives and key results (OKRs) and opportunity pipelines while overseeing budgets and delivering consistent, accurate, and clear OKR tracking. Drives excellence in opportunity pipeline and sales analytics to inform forecasting models and financial performance.
Drives a commercial edge by prioritizing customers and cultivating C-level customer relationships based on market segmentation and opportunity potential, and leverages customer relationships for the purpose of expanding Elsevier’s market reach. Identifies underperforming institutional customers and leads improvement strategies for reaching growth and market-share potential.
Builds and optimizes academic success operations to support customers at-scale while driving upsells, increase platform usage and renewal rates, and grow customer acquisitions by improving sales productivity. Captures and communicates customer insights as the ‘voice of the customer’ to inform product roadmaps, pricing and go-to-market strategies.
Enables winning teams by attracting, developing, and retaining world-class B2B SaaS sales talent. Ensures hiring practices drive success with strong business acumen, customer focus, and behaviors that align with organizational culture. Motivates and energizes highly engaged sales professionals who perform strongly, create and capture customer value, grow the business, and achieve revenue targets while driving accountability across the team. Develops customer-centric and agile sales culture focused on quantitative results.
Drives the utilization of data, sales analytics, and business-intelligence insights to inform decisions, increase sales productivity and effectiveness, and identify performance-improvement opportunities.
Partners with commercial and marketing to develop and execute robust GTM and sales strategies that focus on increasing revenue, optimizing market share, and being the trusted partner to our customers.
Leads and participates in cross-functional teams to evaluate and optimize the sales process, customer experience, account profitability, and the alignment between sales and business operations.
Serves as a spokesperson in the market by demonstrating Elsevier’s deep knowledge in medical education, building our brand, and increasing our share of voice. Ensure our people have the capability to translate Elsevier’s thought leadership into relevant insights and sales wins with clients.
Desired Outcomes
Builder of high-performing AI SaaS sales and academic success teams; displays hands-on coaching style providing clarity of expectations, with proactive feedback. Flexes between roles of collaboration and leadership to meet the needs of the situation. Develops strong talent pipeline.
Leads growth and market-share capture by transforming Elsevier’s NOAM medical education GTM strategy.
Demonstrable success in forming compelling strategic visions for meeting the needs of medical education customers while delivering on financial commitments in a dynamic and fast-changing market.
Delivers outstanding Customer Satisfaction (CSAT) by providing premier services including customer onboarding, implementations and training.
Leads through consultative selling abilities, excellent communication skills with senior leaders and executive-level customers.
Holds self and others accountable to both integrity of process and delivery, while driving revenue growth and achieving goals.
Assesses effectiveness of the sales team by tangible results and derives personal satisfaction from accomplishing measurable outputs.
Requirements
Have 10+ years of growth experience with proven success leading B2B and B2B2C sales teams
Have industry experience in SaaS platforms and enterprise solutions within the higher education and/or healthcare sectors; medical education experience is preferred but not required.
Possess significant experience with Customer Relationship Management (CRM) platforms, preferably Salesforce.
Bachelor’s degree is required; healthcare/medical education background is a plus.
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